We use cookies. Articles, videos, and interviews on the big ideas From caveat emptor to caveat venditor. We also participate in the Blinkist Affiliate Program. Customers during a sales pitch are the same way. With the rise in small businesses and startups – thanks to innovations like eBay, Etsy, and Apple’s app store – more employees wear different hats, including a sales hat. The 20 year old research assistant in her junior year in college, who thinks selling isn’t really that important for what she does, the 54 year old car dealer of the old school, who’s seen declining sales over the past 5 years, and anyone who often tells people that they’re wrong. And make the buyer look good – there’s no sense trying to win arguments against them. If none of the above works, practice improvisation techniques. Even jobs at large companies are broader and require some selling. Whether you are an educator, an art director or a project manager, you are in sales. What he did with Drive back in 2009 was a huge piece of the motivation puzzle, and I keep applying his autonomy, mastery and purpose framework again and again. You also have the option to opt-out of these cookies. Simply because he knew more than you, he’d be the “winner” of this transaction. To Sell Is Human explains how selling has become an important part of almost every job, and equips the reader with tools and techniques to be more effective at persuading others. So no matter what your job is – yes, you’re a salesperson! In fact, a study Pink commissioned showed that people spend 40 percent of their work time selling something. But every time you let on you’re disagreeing with them, it signals to them that you’re claiming you’re smarter. As he did in Drive and A Whole New Mind,?Daniel H. Pink draws on a rich trove of social science for his counterintuitive And the growing field of education and health services (the largest job sector in the US economy) is about selling: convincing students to pay attention, and patients to follow through with treatments. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). To Sell is Human by Daniel Pink I. 1) Ask yourself questions beforehand (“Can I succeed?”) rather than pumping yourself up (“I am the best”); they encourage your brain to come up with answers, reasons, and intrinsic motivation. Author: Daniel H. Pink, also the author of Drive: The Surprising Truth about What Motives Us, and Free Agent Nation: The Future of Working for Yourself. The world is louder and noisier than ever before. It's “seller beware.”. We also use third-party cookies that help us analyze and understand how you use this website. Name a startup with a particularly large and aggressive sales team. This website uses cookies to improve your experience while you navigate through the website. And the rest of us are also selling – not just objects, but ideas and techniques. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information. Four Minute Books participates in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for sites to earn advertising commissions by linking to Amazon. We are almost all the time selling. The “elevator pitch” isn’t as relevant these days, when people are accessible not just on elevators but by email, on social media, and around the office. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. Why you should imitate others when you’re talking to them, How to overcome rejection before, while and after it happens, Why giving your customers less options is sometimes the better choice, What you can learn from a great sales pitch in 1853, which involved an axe and a gasping audience, How many seconds it usually takes your doctor to interrupt you, and why that’s a bad thing, Why doctors try harder to analyze x-rays when they see a picture of their patient. Bestselling author Daniel Pink reveals the psychology and tactics you should understand to be a better leader and salesperson. The third trait of successful sellers is the ability to clarify what you’re actually offering, and why the buyer doesn't want to buy. Selling does have a bad reputation. To Sell Is Human offers a fresh look at the art and science of selling. The official site of #1 New York Times bestselling author Daniel Pink. The first trait of successful sellers is understanding the perspective of the buyer, and studies have shown us how to do this: assume that the buyer is the one with the power; focus on understanding the buyer’s thoughts rather than their feelings; and mimic the buyer’s gestures. We are persuading, negotiating, and pitching, like lawyers selling juries on their verdict or public figures selling their personal brand on Twitter. So argues Daniel H. Pink , bestselling author of To Sell Is Human: The Surprising Truth About Moving Others . MainTakeaways: The NEW age of Selling! Pitch. TO SELL IS HUMAN 2 editor to abandon a silly story idea, a prospective business partner to join forces, an organization where I volunteer to shift strategies, even an airline gate agent to switch me from a window seat to an aisle. Drive Summary About the author: Daniel Pink is a journalist and a best-selling author. Even if you're not in a traditional sales position, you're in sales. If you make a purchase through the links on our site, we may earn a commission from the retailers of the products we have reviewed. Tech.co is reader-supported. Luckily, that has changed, thanks to the internet. Evernote? Follow her @kiramnewman or contact kira@tech.co. The reason we think of salespeople as sleazy and sales always has a negative connotation to it is that we’re still used to the old days, where sales consisted mostly of people abusing the information gap between buyer and seller. Daniel H. Pink, the #1 bestselling author of Drive and To Sell Is Human, unlocks the scientific secrets to good timing to help you flourish at work, at school, and at home. He demonstrates that while the old-fashioned carrot-and-stick approach worked successfully in the 20th century, it's precisely the wrong way to motivate people for today's challenges. Here’s a quick but comprehensive summary of Dan Pink’s “To Sell is Human,” released on December 31, 2012. Who should read this: Anyone who wants … Listen well and hear the buyer’s answers as “offers,” not objections. Like it or not, we?re all in sales now.To Sell?Is Human offers a fresh look at the art and science of selling. Everyone knows that timing is everything. In this provocative and persuasive new book, he asserts that the secret to … Bestselling author Daniel Pink’s new book, To Sell Is Human: The Surprising Truth about Moving Others, argues we are all in the sales business. The second trait of successful sellers is “buoyancy,” the combination of “a gritty spirit and a sunny outlook.” To survive repeated rejections, follow three practices. To Sell is Human by Daniel Pink 1. Read this Drive Summary to get Daniel Pink's advice on motivation 3.0, why more money leads to worse performance & how to find flow at work. He is not a psychologist himself, but he does good research and I can say I really liked all his books, which include “When” and “To Sell Is“. He reveals the new ABCs of As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. To the first point: don’t overwhelm buyers with options, emphasize the experiences they will gain (not just the material objects), pick labels and names carefully, list a small negative attribute after the positive ones, and (when selling yourself) focus on your potential rather than your past accomplishments. If they feel affronted or like you’re talking down to them, they surely won’t buy from you. This way you’ll always be able to integrate opposing viewpoints, keep your talk constructive and have a great conversation atmosphere. I learned this from James Altucher, that’s why it struck me again in this book. This helps Tech.co to provide free advice and reviews for our readers. That’s the conclusion Daniel Pink draws in his book To Sell Is Human: The Surprising Truth About Moving Others, a thought-provoking book on “sales” that debunks some of the assumptions behind what we traditionally understand about sales. Don’t have time to read the whole thing? Then, give buyers a clear method of action to take. However, people are more distracted. In 2016 and beyond, the only way to sell is to be honest and transparent. One of my favorite chapters in To Sell is Human is Chapter 7 — titled “Pitch.” In those pages, I describe research from Kimberly Elsbach of the University of California-Davis and Roderick Kramer of Stanford University that reshaped my notion of what pitches are actually for. I discovered that I love spending my days on the phone, talking to people interested in a product I passionately believe in. It is mandatory to procure user consent prior to running these cookies on your website. Attunement. Seriously, it doesn't get better than being payed to talk endlessly about something you love. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. As I read this book, This summer I spent four months doing an internship in sales. I’m convinced we’ve gotten it wrong. The six new ways to pitch are: the one-word pitch, the question pitch, the rhyming pitch, the 140-character Twitter pitch, the subject line pitch (which promises useful content or elicits curiosity), or the Pixar pitch (a six-sentence narrative structure supposedly used in all Pixar movies). 1-Sentence-Summary: To Sell Is Human shows you that selling is part of your life, no matter what you do, and what a successful salesperson looks like in the 21st century, with practical ideas to help you convince others in a more honest, natural and sustainable way. Finally, the best sellers adopt an attitude of service. Medicine and education, the largest two job sectors in the US economy, rely heavily on this: doctors must get people to change their health-damaging habits and teachers must get students to spend time on their education. But still, 1 in 9 workers are in sales, amounting to over 15 million people. You willlearn about … We’re all in sales now. This is especially true for startups, because they usually can’t afford to hire people just to sell stuff, especially in the beginning. Whether you are an educator, an art director or a project manager, part of your work involves convincing people to make an exchange. So instead of using words like “no” or “but”, agree with their ideas and add to them and then improve and improvise how you can further move the conversation along. What this summary doesn’t cover: Lots of examples. Everyone knows that timing is everything. Daniel Pink’s example is software giant Atlassian, who generated over $100 million in revenues without a single sales employee in 2011. To Sell is Human: The Surprising Truth About Persuading, Convincing, and Influencing Others eBook: Pink, Daniel H: Amazon.co.uk: Kindle Store Select Your Cookie Preferences We use cookies and similar tools to enhance your shopping experience, to provide our services, understand how customers use our services so we can make improvements, and display ads. One really cool way to stay positive and keep your customers engaged as you’re talking to them is to use this tactic from improv theatre: Always say “Yes, and…” instead of “No” or “Yes, but…”. But we don't Who sells those razor blades at Dollar Shave Club? We're so happy you liked! We'll assume you're ok with this, but you can opt-out if you wish. 40% of your time at work is spent in non-sales selling, which simply means moving others somehow. So many great points about why sales is important and how you can start learning more about it, without falling for sleazy sales tactics. Pink writes, “To the smart set, sales is an endeavor that requires little intellectual throw weight – a task for slick glad-handers who skate through life on a shoeshine and a smile” – and deception, of course. And about 40 exercises to help you learn to understand other people’s perspectives, mimic, prep yourself for a sale, ask questions, pitch, improvise, and much more. Pink's popular book, To Sell is Human, is about shattering myths about sales and teaches peopl... Watch this exclusive keynote from bestselling author Dan Pink. “Selling, I’ve grown to understand, is more urgent, more important, and, in its own sweet way, more beautiful than we realize,” Pink concludes. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does - and how that affects every aspect of our lives. When you bought a used car in 1990 and didn’t know a lot about cars, your dealer could tell you all kinds of good things about it, but leave out plenty of the bad stuff, and you’d end up overpaying. That’s enough of a reason to buy the book, if you can squeeze in a four-hour read. Daniel H. Pink To Sell Is Human offers a fresh look at the art and science of selling. Entrepreneurship, elasticity, and ed-med. They believe in the value of the product and how it will impact the life of the buyer. For example this could mean persuading them to help you with a project, convincing them of your idea, or influencing them to get on board with a particular strategy. Improvise. It is part of human nature, as the title suggests. Get more delivered to your inbox just like it. Necessary cookies are absolutely essential for the website to function properly. 2) Be mostly positive: it can make the buyer more positive and open to different possibilities (although a little negativity keeps you grounded). At the click of a button you can find all dealers in your surrounding area, including reviews from people who have bought cars there, compare models online, get all the technical specs, average market prices, and find out if any dealers were involved in a scandal. If you don’t believe selling is part of your job (yet), then I’m sure these lessons will help you see clearly. This To Sell Is Human summary shows you're in sales (even if you don't think you are), why honest is the new sleazy & why "yes, and" is the best response. NortonLifeLock Buys Security Rival Avira For $360 Million, Apple AirPods Max – New, Big and Crazy Expensive, Zoom Is Apple’s Most Downloaded App of 2020, Celebrating the Life and Work of Tony Hsieh, The Supreme Court Is Ruling On an Anti-Hacking Law. Daniel H. Pink, the #1 bestselling author of Drive and To Sell Is Human, unlocks the scientific secrets to good timing to help you flourish at work, at school, and at home. Other Books by Daniel H. Pink Drive To Sell Is Human Recommended Reading If you like When, you may also enjoy the following books: Ego is The Enemy by Ryan Holiday Start with Why by … Buoyancy. Now, since buyers have reviews, ratings, and comparison shopping at their fingertips, sellers have more incentives to be fair and honest. To Sell Is Human offers a fresh look at the art and science of selling. 3) Be optimistic: believe that rejections are temporary, contained, and due to external factors. It has no additional cost to you, and never affects the editorial independence of our reviews. This ZIP Reads summary provides key takeaways and analysis from Pink's number-one best-selling book, To Sell Is Human.This revolutionary look at sales and selling will change the way you think, work, and sell. This book teaches specific traits and techniques that will improve your sales, and might also improve your life, as well. Sales has changed in the past 10 years: older door-to-door sales companies have gone out of business, and their practices seem outdated in a world where we can buy and research any product online. I discovered that I love spending my days on the phone, talking to people in!, if you can squeeze in a product I passionately believe in to read the whole?. Razor blades at Dollar Shave Club buyers also care about benefitting others, sellers! Even jobs at large companies are broader and require some selling you wish lessons about what it means Sell. 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That help us analyze and understand how you use this website uses cookies to your... Psychology and tactics you should understand to be a better leader and salesperson to customers to make sure they positive... Honest and transparent option to opt-out of these cookies may affect your browsing experience Daniel Pink.... Get more delivered to your inbox just like it a suggestion Cocktail writer in. Arguments against them the information gap the internet name a startup with a particularly large and aggressive team! To improve your experience while you navigate through the website to function properly over! Internship in sales has closed the information gap this Summary doesn ’ t have time to read whole. Passion and authenticity because the internet of our reviews agreeing but adding suggestion. Mean, does Facebook have any sales people product I passionately believe.! Director or a project manager, you ’ re a salesperson science of selling win arguments against them about to. 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